Leigh Ashton - The 9 Golden Rules of Successful Sales


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Make sure you are following these 9 Golden Sales Rules - and see your sales increase

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Leigh Ashton - The 9 Golden Rules of Successful Sales

  1. 1. The 9 Golden Rules to Successful Sales Leigh Ashton The Sales Consultancy
  2. 2. Webinar Summary <ul><li>How to use language to achieve stronger levels of communication, understanding and influence </li></ul><ul><li>Dynamic sales strategies that get results </li></ul><ul><li>How to understand your prospects and clients real needs and wants and deliver that to them in exactly the right way </li></ul><ul><li>To interpret peoples responses and language during pitches and negotiations in order to adapt your approach </li></ul><ul><li>The ability to recognise and match people's preferences in conversation </li></ul><ul><li>How to enhance and sustain motivation </li></ul>
  3. 3. What The Sales Consultancy can do for you <ul><li>Sales Training – Learn how you can generate more sales </li></ul><ul><li>Coaching and Mentoring – one to one sessions to help you overcome your barriers and reach your goals </li></ul><ul><li>Sales and Marketing Consultancy – If you don’t know where to start and need an expert to come in and help </li></ul>
  4. 4. <ul><li>Understand your client’s map </li></ul><ul><li>Think about their welfare </li></ul><ul><li>Focus on their needs, challenges, desires </li></ul><ul><li>Use ‘YOU’ language – avoid ‘We’, ‘I’ </li></ul><ul><li>Engage - don’t sell </li></ul>1 - Put yourself in your client’s shoes Grow a strong and positive relationship
  5. 5. <ul><li>Avoid closed questions </li></ul><ul><li>Start with When, Where, How, What, Who...? </li></ul><ul><li>Avoid Why...? </li></ul>2 – Ask open questions Get the information and time you need
  6. 6. <ul><li>Ask an open question – then shut up! </li></ul><ul><li>Listen and learn </li></ul><ul><li>No interruptions </li></ul><ul><li>No thinking about the next question </li></ul><ul><li>No internal dialogue </li></ul>3 – Stop selling and start listening Listening is the key
  7. 7. <ul><li>Accept there will be obstacles </li></ul><ul><li>Don’t be a victim </li></ul><ul><li>Take control </li></ul><ul><li>Look for a different way </li></ul>4 – Be flexible There’s always another way
  8. 8. <ul><li>Focus on a positive outcome </li></ul><ul><li>Write it down </li></ul><ul><li>Train your brain </li></ul><ul><li>Avoid distractions </li></ul>5 – Have an objective Focus, focus, focus
  9. 9. <ul><li>Mind and body connection </li></ul><ul><li>Think positive </li></ul><ul><li>Anchor positive experiences </li></ul><ul><li>Know how to change state </li></ul>6 – Have the right mind state State of mind = behaviour
  10. 10. <ul><li>Stop focussing on what you can do </li></ul><ul><li>What’s their pain? </li></ul><ul><li>What do they want to gain? </li></ul>7 – Focus on your client’s pains and gains Get to know what’s in it for them
  11. 11. <ul><li>We’re all unique </li></ul><ul><li>Be clear </li></ul><ul><li>Check they understand </li></ul><ul><li>Alter your communication if you need to </li></ul>8 – Take full responsibility for your communication It’s your issue if they don’t understand you
  12. 12. <ul><li>Welcome feedback – any feedback </li></ul><ul><li>Mistakes = experience = better decisions = success </li></ul><ul><li>Know why things didn’t work out well – and change next time </li></ul>9 – Learn from what you do No such thing as failure...
  13. 13. <ul><li>The outcome </li></ul><ul><li>The opening </li></ul><ul><li>How you will get rapport </li></ul><ul><li>Level of information required </li></ul><ul><li>Flow of the discussion </li></ul><ul><li>Manner </li></ul><ul><li>Questions </li></ul><ul><li>Close </li></ul><ul><li>The check </li></ul>Personal Planner Plan...
  14. 14. <ul><li>The outcome </li></ul><ul><li>The opening </li></ul><ul><li>Rapport </li></ul><ul><li>Level of information </li></ul><ul><li>Flow of the discussion </li></ul><ul><li>Manner </li></ul><ul><li>Questions </li></ul><ul><li>Close </li></ul>Personal Assessment How was it...?
  15. 15. Session Summary <ul><li>Put yourself in your client’s shoes </li></ul><ul><li>Ask open questions </li></ul><ul><li>Stop selling and start listening </li></ul><ul><li>Be flexible </li></ul><ul><li>Have an objective </li></ul><ul><li>Have the right mind state </li></ul>
  16. 16. Session Summary (continued) <ul><li>Focus on your clients pains and gains </li></ul><ul><li>Take full responsibility for your communication </li></ul><ul><li>Learn from what you do </li></ul>
  17. 17. Action Plan <ul><li>Decide what you want to achieve </li></ul><ul><li>Take ACTION </li></ul><ul><li>Measure the impact of what you do </li></ul><ul><li>If you don’t get the result you want, do something else </li></ul><ul><li>Rapport with your prospects and clients...ALWAYS </li></ul>
  18. 18. For further support <ul><li>The Sales Consultancy </li></ul><ul><li>www.sales-consultancy.com </li></ul><ul><li>020 7903 5426 </li></ul><ul><li>Business Link in London </li></ul><ul><li>www.businesslink.gov.uk/london </li></ul><ul><li>0845 6000 787 </li></ul>